Most beginners think the power is in the hands of the client because he has the money.
This is a framework with 12 simple principles to reclaim the high ground in the client relationship, beat back the pitch and win new business without first having to part with your thinking for free. It enables stronger practices amid the forces of commoditization.
Of course Blair Enns is a better writer than me (English is not even my native language), but there we go:
1) specialize (another common rookie mistake is to position yourself as a generalist)
2) replace presentations with conversations
3) diagnose before prescribing
4) rethink the meaning of "to sell"
5) do with words what you used to do with paper (never again spend a night writhing a detailed quote for free)
6) be selective (don't waste your time with the wrong client)
7) build expertise fast (specialization helps)
8) do not solve problems before being paid (never let the client "pick your brain")
9) address money issues early (if you are unable to talk about money you will make no money)
10) refuse to work at a loss (be ready to fire abusive clients)